International Negotiations

International Negotiations Trainer’s Notes © Cambridge University Press 2012

www.cambridge.org/elt/internationalnegotiations

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53

7A The bargaining zone

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•  In b and d, provided (that) and as long as are slightly more positive than if: they suggest 

that the stated condition is the only thing preventing the deal.

•  The first sentence in b sounds rather aggressive because it includes an imperative 

(Include after-sales service).

•  The second sentence in c in sounds like a threat because it is de-personalised (i.e. there 

are no people in the sentence). The improved version is much better because it refers to 

the idea that both parties are trying to reach a deal (I don’t see us reaching a deal).

•  In e, Given (that) is used to introduce a known fact. The speaker could also use because 

or since with the same meaning. Assuming (that) introduces a future possibility.